Strategic sales Advisor (CONTRACT Position)

Member of Sales Services Team

Reports to: Chief Client Services Officer
Directed by: Staff Strategic Sales Advisor
Status: Sub-contractor on per-engagement basis

Love & Company

Love & Company, based in Frederick, Maryland, is a national leader in senior living marketing, research, branding, advertising and sales management.

Our people are inspiring. Curious and creative. Smart and strategic. Passionate, innovative problem-solvers. Together, we’re united and relentless in our pursuit to help seniors live better lives. And we LOVE what we do.

For more than 30 years, Love & Company has been a national leader at the forefront of results-focused branding, marketing, lead generation, research and sales advisory services specifically for the senior living field.

We’re fully committed to supporting you in your career journey in ways that reward on many levels, as exemplified by our three Cs:
 

• Culture
  • We work together to achieve and exceed client goals.
  • We are positive and enthusiastic collaborators who value diverse perspectives and foster trust and respect.
  • We are committed to transparency, accountability and integrity.
• Career Development
  • We provide career advancement opportunities based on demonstrated capabilities and organizational needs.
  • We encourage continuous learning and skill enhancement for long-term success.
• Compensation Program
  • Comprehensive employee package including competitive pay and paid time off
  • Outstanding insurance benefits featuring full deductible coverage
  • Flexible work hours to accommodate diverse schedules
  • Hybrid and remote positions
  • On-site gym to promote employee wellness
  • Engaging social events and gatherings throughout the year

Position Overview

The Strategic Sales Advisor-Contract Position is a field-based* position that specializes in assisting senior living communities and their sales teams with establishing and maintaining disciplined sales systems and processes based on Love & Company training and best practices, helping them to achieve defined sales and occupancy goals. Working closely with the Love & Company Strategic Sales Advisor, Account Strategy Director and client Sales Director for his/her assigned clients, the Strategic Sales Advisor-Contract Position monitors and stays on top of sales activity results and conversion rates compared to goals. As appropriate based on the engagement, the Strategic Sales Advisor-Contract Position identifies and helps implement solutions for meeting and exceeding marketing and sales goals. This person takes on a variety of duties and responsibilities in order to facilitate effective and efficient sales efforts. The Strategic Sales Advisor-Contract Position needs to be able to work on many different tasks, potentially for several Love & Company clients, simultaneously. 

The Strategic Sales Director-Contract Position will contract with Love & Company on a per-engagement basis. The contract will clarify responsibilities specific to the engagement, as not all the responsibilities defined in this document will be necessary for every engagement.

*Field-based means coaching, training and fulfillment of other deliverables may be on-site with the client depending on need and federal and state travel guidelines currently in place. 

Primary Responsibilities

• Contributes to and participates in the evaluation, development and implementation of marketing and sales programs
• Coordinates with Chief Client Services Officer and Staff Strategic Sales Advisor to map out and implement effective sales training and coaching programs for clients’ sales teams using Love & Company tools, standards and best-practices
• Monitors clients’ sales teams’ activity and results, identifying opportunities to correct problems and enhance results, and coaches appropriate team members to implement recommendations
• Works collaboratively and effectively with the Client Experience Management Team to be accountable to and for the commitments made to the team

DETAILED RESPONSBILITIES

• Contributes to and participates in the evaluation, development and implementation of marketing and sales programs

• Works with the Data Analytics Director, Account Strategy Director and client to ensure data integrity of clients’ reporting
• Works closely with the Account Strategy Director and Data Analytics Director to evaluate clients’ sales and marketing programs on a regular basis, typically monthly and quarterly basis, and proactively as the situation warrants
• Contributes to preparation for and participates in monthly results reporting meetings and quarterly planning meetings with client, which are led by the Account Strategy Director
• Works with Account Strategy Director to ensure alignment of initial and subsequent years’ goals and objectives for the client’s sales and marketing program
• Can articulate a comprehensive knowledge of core agency service offerings/capabilities and their benefits, and senior living field and corresponding marketing strategies and tactics, and can identify and communicate to internal teams, company leadership and client leadership additional services that may help the client achieve their objectives

• Maps out and implements effective sales training and coaching programs for clients’ sales teams using Love & Company tools, standards and best-practices

• Develops and nurtures relationship as trusted sales advisor and member of Love & Company team to clients’ marketing and sales leaders and team members
• Participates in successful client onboarding and successful launch of clients’ sales and marketing program
• Coordinates training and coaching sessions, meetings, and on-site visits with the client within the parameters of the agreed upon contract
• Trains the client’s sales and marketing team on the Love & Company sales and marketing program; training may be done both on site and via video conferencing, as the contract or situation warrants
• Coordinates with Love & Company Staff Strategic Sales Advisor and Account Strategy Director to communicate regularly with the client’s sales leadership (and executive team as appropriate), providing progress reports and seeking feedback
• Prepares written communications, both for the internal team and for clients; organizes and maintains training documents and documentation
• Prepares site visit reports within 48 hours of each site visit

• Monitors clients’ sales teams’ activity and results, identifying opportunities to correct problems and enhance results, and coaches appropriate team members to implement recommendations

• Evaluates ongoing program results for assigned clients, identifying potential challenges and opportunities for clients, and works with appropriate internal and client partners to identify, develop, present and implement solutions
• Reviews and analyzes the client’s customer relationship management (CRM) software database, looking for opportunities to improve sales and coach the sales counselors on strategies to advance leads towards a sale
• Prepares written communications, both for the internal team and for clients; organizes and maintains project documentation files
• Provides recommendations with supporting documentation if client staffing changes are required
• Participates in screening and interviewing of new client hires

• Works collaboratively and effectively with the Client Experience Management Team to be accountable to and for the commitments made to the team

• Meets the stated client experience and relationship management criteria consistently to ensure that internal and external relationships support the company’s core values
• Communicates regularly with the Staff Strategic Sales Advisor, Account Strategy Director and Client Experience Management Team to keep them informed of the progress, results and schedule of the sales services being provided to the client team
• Coordinates with Accounting Department for timely filing of expense reports

Prior to New Client Kickoff

• All Love & Company team members need to have a working knowledge of:

• Client’s desired results
• Key stakeholders on client side
• Contract signed by client and Love & Company (what everyone needs to know)
• Strategic objectives
• Statement of work
• Resource assignments
• Implementation plan (timeline, deliverables)
• Budget

• All Love & Company team members agree and commit to:

• Shared vision for desired outcome for Account
• Client Expectation Management
• Fulfill position responsibilities
• Team and role decision making expectations
• Implementation plan
• Budget

Team Success Criteria

All Love & Company team members are held accountable for the following:

• Sets and manages the client’s expectations, relationship, and experience during the engagement.
• Aligns client objectives with specific strategies and deliverables that meet those objectives.
• Defines and executes a program and project plans, schedules, and budgets.
• All deliverables are of the highest quality, on time, in line with budget and align with the client’s expectations.
• Communicates effectively and efficiently with internal and external clients.  All communication is timely and keeps all team members in the loop on the status of the program, projects and tasks.
• Is proactive in identifying and resolving client and team members’ needs/issues/concerns.
• Keeps leadership informed and escalates issues as appropriate.

Team Member Success Criteria

• Meets position responsibilities.
• Meets Employee Commitments agreed to by the team.
• Keeps team members informed of project and task status.
• Makes effective and well-informed decisions and seeks input and/or decisions from the appropriate resources.
• Manages client expectations (internal and/or external).
• Is prepared for and fully participates in meetings.
• Brings issues/concerns to the team (or appropriate member) and works to effectively resolve them.
• Produces high-quality, accurate and timely deliverables.
• Is 100% committed to the team’s success.
• Continuously works to improve professionally and personally.

qualifications

The individual should have the following experience and capabilities:

• Demonstrated strategic and analytical thinking skills
• Demonstrated behaviors and skills that align with Love & Company’s culture and values
• Advanced knowledge of and experience with the senior living field
• Senior living CRM experience (MatrixCare, Enquire, Sherpa, RHS, etc.)
• Ideally, the candidate has worked as a senior living sales and marketing director or as a senior living sales consultant, either independently or with another firm for a minimum of 10 years
• Strong understanding of and experience working with metrics-based senior living marketing and sales programs that employ confluent digital and traditional marketing campaigns
• Excellent writing skills; command of language, grammar and spelling; dedication to error-free work and communications
• Superior problem solving, time management and organizational skills
• Superior interpersonal skills with the ability to work with all levels of the organization
• Advanced knowledge of Microsoft Office (MS Word, Excel, PowerPoint)
• Basic knowledge of Macintosh and/or Windows computers, especially with Microsoft Office Suite
• Ability to travel overnight; frequent travel is typically required
• Bachelor’s degree

application Details

If you are a self-motivated critical thinker who would thrive in this culture and position, please apply online at:  https://loveandcompany.com/careers/, providing:

• A detailed letter explaining why you are interested in the position, the strengths, benefits and cultural fit you can bring to the firm, and the experience you have in the above areas
• Your resume
• Your salary requirements

NOTE: Resumes will ONLY be accepted with a cover letter and salary requirements.

Love & Company is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

*All Love & Company employees must be fully vaccinated against COVID-19.